Channel Account Manager

📌 Core Information

🔹 Job Title: Channel Account Manager

🔹 Company: Barco

🔹 Location: Rancho Cordova, California, United States

🔹 Job Type: On-site

🔹 Category: 💼 Account Management

🔹 Date Posted: April 2, 2025

🔹 Experience Level: 5-10 years

🔹 Remote Status: Not Applicable

📌 Essential Job Details

🚀 Job Overview

Key aspects of this role include:

• Managing and nurturing both new and existing channel partner relationships
• Driving new reseller partner recruitment and development
• Executing strategic account plans to exceed target growth and margins
• Collaborating on channel marketing initiatives to increase exposure and revenue

ASSUMPTION: This role will primarily focus on expanding Barco’s market share in the assigned regions, leveraging existing channel partners and recruiting new ones to drive business growth.

📋 Key Responsibilities

✅ Develop and execute strategic account plans with key partners to meet company growth and margin targets

✅ Recruit and onboard channel partners to cover market needs

✅ Achieve and exceed revenue, gross margin, and performance objectives

✅ Build strategic relationships with partner executive leadership

✅ Manage partner development MDF funds and coordinate marketing campaigns

✅ Conduct quarterly business reviews to track performance and pursue new opportunities

✅ Provide training programs to partners in collaboration with Barco field sales

ASSUMPTION: The responsibilities include significant travel to partner sites and events within the designated region to maintain strong relationships and identify growth opportunities.

🎯 Required Qualifications

Education: Bachelor’s degree

Experience: Extensive experience in large IT integration firms and channel account management

Required Skills:

• Proven track record of technology product revenue and market share growth
• Strong capability in establishing and leveraging C-level relationships
• Deep understanding of enterprise IT/IP technology and cloud services

Preferred Skills:

• Experience with AV and UCC technologies
• Strong background in transitioning towards Digital Transformation

ASSUMPTION: Preferred skills are assumed to include recent project experience in digital transformation initiatives, which aligns with Barco’s focus on innovative technology solutions.

💰 Compensation & Benefits

Salary Range: Not specified, industry-competitive

Benefits:

• Health and Medical Insurance
• Retirement Planning (401k)
• Professional Development Opportunities

Working Hours: Full-time, 40 hours per week

ASSUMPTION: The compensation package likely includes standard benefits such as health insurance, retirement plans, and development opportunities as typical for roles of this nature.

📌 Applicant Insights

🔍 Company Context

Industry: Technology, Information, and Media

Company Size: 1,001-5,000 employees

Founded: 1934

Company Description:

• Leads in visualization and collaboration technology
• Serves healthcare, enterprise, and entertainment sectors
• Focuses on creating a smarter and healthier world through innovation

Company Specialties:

• Displays and Projectors
• Video walls and LED solutions
• Medical displays and Image processing

Company Website: http://www.barco.com

ASSUMPTION: Barco’s global presence and specialization in high-tech solutions indicate a dynamic and innovative work environment suitable for ambitious professionals.

📊 Role Analysis

Career Level: Mid to Senior-Level

Reporting Structure: Reports to the regional sales or channel manager

Work Arrangement: Mainly fieldwork with considerable travel required

Growth Opportunities:

• Potential to progress to higher leadership roles within the channel management team
• Opportunities for cross-regional projects
• Engagement in high-impact initiatives that drive business transformation

ASSUMPTION: This role offers significant advancement opportunities due to Barco’s focus on innovation and strong emphasis on developing new market channels.

🌍 Location & Work Environment

Office Type: Corporate office-based with regular field visits

Office Location(s): 11080 White Rock Road, Suite 100, Rancho Cordova, California 95670, US

Geographic Context:

• Proximity to key tech hubs improves networking opportunities
• Access to diverse market sectors enhances role exposure
• Regional focus on the Western United States provides a large territory with growth potential

Work Schedule: Traditional business hours with flexibility for client meetings and events

ASSUMPTION: The required mobility for this role suggests a flexible work environment, accommodating travel-related adjustments to standard scheduling.

💼 Interview & Application Insights

Typical Process:

• Initial screening by HR for qualification assessment
• Multiple interview rounds including sales scenarios
• Presentation or case study challenge to demonstrate strategic capability

Key Assessment Areas:

• Ability to develop and implement strategic partner plans
• Experience with market analysis and channel expansion
• Proficiency in leveraging technology for business growth

Application Tips:

• Highlight experience in channel management and strategic planning
• Showcase successful revenue growth initiatives
• Emphasize strong relationship management capabilities

ATS Keywords: Channel Management, Partner Development, Account Management, Revenue Generation

ASSUMPTION: The application process emphasizes strategic thinking and relationship-building skills due to the nature of the role, which involves significant partner interaction and market development.

🛠️ Tools & Technologies

• CRM software for partner and sales management
• Cloud services platforms
• AV and UCC technology tools

ASSUMPTION: Familiarity with these tools is assumed essential to facilitate seamless communication and integration within Barco’s existing technology frameworks.

👔 Cultural Fit Considerations

Company Values:

• Innovation through collaboration
• Commitment to customer satisfaction
• Focus on diversity and inclusion

Work Style:

• Self-driven with an ability to work independently
• Team-oriented with collaborative mindset
• Adaptive to dynamic market conditions

Self-Assessment Questions:

• Do I have the experience to manage complex partner relationships?
• Am I comfortable with a significant travel schedule?
• Can I develop and execute strategic growth plans effectively?

ASSUMPTION: A successful candidate would likely possess a balance of strategic vision and practical execution abilities, fostering innovation and growth within Barco’s channel strategies.

⚠️ Potential Challenges

• Balancing multiple partnerships and client demands
• Navigating competitive market landscapes
• Integrating digital transformation initiatives within existing frameworks
• Maintaining up-to-date knowledge of AV and cloud-based services

ASSUMPTION: The main challenges will involve strategic coordination across various channel partnerships and adapting to rapidly shifting technology and market demands.

📈 Similar Roles Comparison

• Other technology firms may offer similar roles with varying focus on specific market sectors
• Comparable roles might emphasize different technologies, such as IoT or AI
• Roles at smaller firms might require a broader scope of responsibilities across fewer resources

ASSUMPTION: Candidate preferences for specific technologies and market focuses may determine the suitability of this position compared to similar roles in the industry.

📝 Sample Projects

• Developing a new reseller network in an untapped market area
• Implementing a partner training program to enhance product knowledge
• Coordinating a major channel marketing campaign with a key partner

ASSUMPTION: Sample projects will likely include initiatives that expand Barco’s market penetration and improve strategic partner engagements through coordinated efforts.

❓ Key Questions to Ask During Interview

• What metrics are used to measure the success of channel partnerships?
• How does Barco support the professional development of its Channel Account Managers?
• What strategic initiatives are currently in place to drive channel growth?
• How does the company envisage its market position evolving over the next five years?
• What are the primary challenges faced by Channel Account Managers at Barco?

ASSUMPTION: These questions provide insight into Barco’s strategic direction and expectations from channel managers, offering candidates clarity on role alignment and growth potential.

📌 Next Steps for Applicants

To apply for this position:

• Submit your application through this link
• Prepare a tailored resume that highlights key channel management achievements
• Include a cover letter explaining your interest in Barco and the value you bring
• Ensure all contact information is current prior to submission
• Follow up with a thank you email post-interview to express continued interest

⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.